Deputy General Manager/Head - Sales Excellence - Building Material Industry

Requirement:

Job Title : Head - Sales Excellence

Designation : DGM

Reporting To : Country Head (Sales)

Location - Delhi

Industry - Building Material

Key Skills:

- Pricing, Sales Strategy, GTM, Commercial

- Excellence, Process Automation,

- Forecasting, Digital, Product

- Management, Launch Strategy, Analytic

Role Objective

- Develop and lead initiatives to improve sales force effectiveness and efficiency with use of digital tools; Ensure design, implementation and adherence to best in-class sales practices and operating procedures

- Drive and outline policies for distributor architecture, selection, engagement and assessment

- Create and maintain database of relevant outlets, Drive and outline policies for key outlet identification, and engagement

B2B/ Projects Management:

- Create and maintain national database of key B2B/ Projects stakeholders like OEMs, Contractors etc.; Refresh and update the database regularly

- Evaluate and baseline current OEM and projects players in terms of key metrics like potential revenue etc.

- Handle lead management and track key metrics for B2B/ project stakeholders like lead conversion, share of wallet etc.

- Provide analytical support for conceptualization and execution business development programs forkey B2B/ Projects stakeholders

- Sales Planning, GTM & Revenue Growth - Channel Scheme DESIGN - Channel ROI & Contribution Margins. Ensure Category Growth, Sales Strategy, Potential Retailer, Accountable for Trade Spend Optimization

- Sales Excellence - DMS (Distributor Management System), CRM - (Influencer Loyalty), SFA - Umber (Employee App), SAP (Inhouse Invoicing) - Design Requirement Documents, Architecture

Desired Position Qualification

- 12-15 years of total working experience, ideally in Sales Excellence.

- 5+ years in sales excellence leadership roles with a large multi-product/ BU Company

- Ideally experience setting up, developing and leading a sales excellence team

- Strong leadership and communication skills; Ability to multi-task, coordinate with multiple